Good fastener partnerships aren’t just buyers and sellers but need to include engineers too, Sara Mallo told the National Fastener Distributors Association and Pacific West Fastener Association.

“Get the tech team involved versus just line items,” Mallo of Rotor Clip explained. 

“We’re experts,” Mallo declared. “Get in front of the engineers so we get designed in.”

Mallo emphasized “good partnerships” are based on “mutual respect and goodwill rather than a ‘buy-sell’ relationship.”

Mallo was the manufacturer on the panel, which also included a master distributor and distributor.

 • Master distributor Gary Cravens of Advance Components predicted more price competition due to the Internet. Cravens anticipates fastener prices will end up available online. Today many customers may have a password to get to a price list.

“You may say ‘I don’t want people to see my prices,’ but everybody is going to have their prices online,” Cravens predicted.

 • Distributor Don Nowak of Falcon Fastening Solutions Inc. pointed out that “not every supplier is a partner.” 

A first step in creating partnerships is communication, Nowak said. And good communication is important as far in advance as possible rather than last minute order changes, he added.

Cravens spent 25 years in outside sales before joining Advance a decade ago as president – where he finds a key role of the master distributor is stocking.  

“Manufacturers don’t want big inventories,” Cravens explained.

Mallo, who has more than 30 years in the fastener industry, emphasized “good partnerships” based on “mutual respect and goodwill” rather than a “buy-sell” relationship. 

The New Jersey-based manufacturer sells 90% of its product in the U.S. 

Nowak, who has 46 years experience in the fastener industry, starting in the Chicago market, said that as a privately-held distributor, Falcon can take “a long term view rather than quarterly.”

Nowak noted that 90% of the Charlotte, NC-based Falcon’s inventory is customer specific.

When asked about the inclusion of OEMS and engineers as attendees at the National Industrial Fastener & Mill Supply Expo, Nowak expressed confidence. NIFMSE traditionally allowed only distributors. If key OEM accounts are going to a fastener trade show, “we’re not important to them,” Nowak observed. “Replace us? I don’t think it is likely.”

Cravens advised that “it is important to view your supplier as a customer.” 

Nowak the supplier / distributor / customer relationship must be fair for all.  If it is not, “terminate the relationship,” Nowak advised.

Cravens emphasized training of sales people.

Rotor Clip hasn’t raised prices in years, and customers “keep pressing for cost reductions,” Mallo noted. Rotor Clip seeks to “innovate and automate” to control costs.  

“Customers are not paying for bells and whistles,” Mallo added.

Nowak said distributors have to find ways to be more productive.  

“It is a fact of life.”

Partnerships can reduce costs, Cravens said. 

Customers who don’t participate in a partnership must pay more for fasteners. “I’ll give you a price for that package, because I don’t know when you’ll be coming back or what you’ll be coming back for,” Cravens explained.

Mallo also finds customers are consistent in wanting fasteners “faster, faster, faster.”

Mallo noted that if Rotor Clip has “the raw material in stock, we can turn it into products.”

Beyond communication with customers, Rotor Clip watches tier and automotive news for signals of future orders, Mallo said.

Of the numerous problems panelists discussed, Nowak felt lucky: “I’m at the back end of my career.” Web: nfda-fastener.org